Excellence in Sales
Optimising Customer and Sales Management
(Sprache: Englisch)
Best and worst practices in sales and customer management
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Produktdetails
Produktinformationen zu „Excellence in Sales “
Best and worst practices in sales and customer management
Klappentext zu „Excellence in Sales “
"Excellence in Sales" is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies.Inhaltsverzeichnis zu „Excellence in Sales “
Introduction: excellence in sales and customer managementTop 10 success factors for excellence in salesSales as a topic that affects the entire companyThe relation between marketing and sales strategyDeveloping successful sales strategiesInformation managementCustomer segmentationDefining process goals for customer segmentsDesigning sales processesManaging sales structuresSupport systemsLeadership in salesOperational sellingWhat sales representatives can learn from professional athletesSummary and outlook
Autoren-Porträt von Holger Dannenberg, Dirk Zupancic
Holger Dannenberg is Managing Partner of the Executive Board of Mercuri International Deutschland GmbH.Dr. Dirk Zupancic is Professor of Management at Heilbronn Business School, Germany, senior lecturer of business administration and head of the competence centre BtoB Marketing and Sales at the University of St. Gallen, Switzerland.
Bibliographische Angaben
- Autoren: Holger Dannenberg , Dirk Zupancic
- 2014, 2009., 233 Seiten, Maße: 21 cm, Kartoniert (TB), Englisch
- Verlag: Gabler
- ISBN-10: 3834946567
- ISBN-13: 9783834946560
Sprache:
Englisch
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